HOW TO BARGAIN FOR ANTIQUES
WITH CHRISTOPHER HUGHES, MANAGING DIRECTOR OF BRISBANE’S THE ANTIQUE GUILD AND VICE-PRESIDENT OF THE AUSTRALIAN ANTIQUE & ART DEALERS ASSOCIATION
One of the exciting parts of antique shopping is the oldworld negotiating that goes on between the customer and the dealer (that’s why we’re called dealers... we like to make deals!). To give you an insider’s guide on how to get the best price and have fun in the process, here’s what you should know about negotiating.
YOU HAVE TO ASK As the good book says, ask and you shall receive. You can’t expect a dealer to come forward with a better price if you don’t ask them for it.
BE NICE ABOUT IT As a dealer, I’m far more inclined to sharpen my pencil if a customer is kind and courteous. Some customers try to rubbish the item they’re buying or take a really aggressive approach to getting a deal. All that does for most dealers is create resistance and resentment – not a good start.
BE REALISTIC Don’t expect the price to drop 50 per cent from the ticketed price – it’s not usually something that’ll happen. However, a more moderate price adjustment of 10-15 per cent is often a possibility. But there are cases where there isn’t even room for that. Remember, this is a dealer’s livelihood and how they provide for themselves and possibly their family – that needs to be respected as well.
DO YOUR HOMEWORK Have a quick surf of the internet and other dealers’ shops to see if a similar item is available. What does an item like this usually go for? Is the price being asked for the item within the ballpark? When it comes to price, I think the most important questions to ask yourself are: is the item worth the price to me? Will I regret buying or not buying it?
REALLY LOOK AT THE ITEM A reputable dealer should have a price tag that fully details the item and its price. If there is no price tag, how do you know they aren’t just making it up on the spot? Also, you might be able to find flaws in the item or major repairs that haven’t been disclosed. If the dealer wasn’t aware of these, then that could give you room for further negotiation.